As the Principal SMB Growth & Expansion Manager, you'll drive both new business and upsell/cross-sell revenue for the SMB segment. In this role, you will collaborate with PLG, E-commerce, Channel, Marketing Operations, Analytics, and Sales teams to develop and execute strategies that balance product-led growth with traditional sales efforts for the SMB segment.

What You’ll Do:

• Strategy Development: Create and implement marketing strategies to drive new business and revenue growth through upsell/cross-sell opportunities in SMB
• Cross-Functional Collaboration: Partner with PLG, E-commerce, Marketing Operations, Data Strategy, and Sales to ensure SMB Customer Journey integrated and effective marketing efforts
• Revenue Generation: Design SMB customer journey that optimizes both new customer acquisition and existing customer expansion, using data-driven insights to optimize performance
• Process Optimization: Work with Marketing Operations and Revenue Operations to enhance marketing processes and workflows
• Data Utilization: Leverage data insights to refine strategies and measure success

What You’ll Bring: 

• 10+ years in marketing with a focus on B2B SaaS, balancing PLG and sales-led approaches
• Strong understanding of new business acquisition strategies and funnel metrics (ie, the Demand Unit Waterfall) 
• Proven ability to collaborate with cross-functional teams, drive revenue, and use data to optimize campaigns
• Data-driven mindset with strong analytical skills
• Excellent communication and stakeholder management abilities
• Bachelor's degree in Marketing, Business, or related field; MBA preferred

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